Why do so many law firm innovations flop? Because they’re built in a vacuum. In this guide, Michele DeStefano and Sue-Ella Prodonovich explore how lawyers can stop “dancing with themselves” and instead innovate with their clients—delivering value that’s co-created, not just well-intended.
Read MoreMeetings with prospective clients are a critical part of any lawyer’s business development efforts, but striking the right balance between under-preparation and over-preparation can be challenging. Sue-Ella's S.L.A.Y. framework—Share, Learn, Ask or Affirm, and 'Yes' —provides a clear, actionable method for preparing effectively.
Read MoreIf you’re one of this year’s crop of new Partners let me begin by saying congratulations. Partnership is a significant career milestone and one you should be celebrating. It also means you’re going to have to have a solid game plan for cementing your position and growing your practice into everything it should be.
Here’s my 10-point plan for doing just that …
Winning back clients can be easier than wooing new ones. Wondering how to do that? The key is understanding why they left in the first place.
Read MoreAs professionals we often think we need be the dominant player, setting the course and steering the ship. But the best ideas usually arise when we’re surrounded by ambiguity.
Read MoreIf you’re one of this year’s bumper crop of new Partners here’s what you need to know about Business Development (BD).
Read MoreMoving your practice but don’t know how your clients will take it? Find out exactly what you need to say to them and how you should behave to ensure a smooth transition in this 9-step Guide.
Read MoreThese five perfectly paired questions should be in the kit of every client-facing professional who wants to better understand their contacts and build relationships that hum.
Read MorePerth HLB Mann Judd Partner Litsa Christodulou recently made history as the first HLB Mann Judd Partner to win “Most Client-Focused Accountant” at the annual AFR Client Choice Awards. Here she talks about the changing nature of client service delivery and why managing the ‘variables’ is so important for all accounting professionals.
Read MoreIt’s not long until the holiday season kicks off and everyone needs a break. Which brings me to your ‘out of office', or at least how to write one without weasel words. And it goes a little something like this …
Read MoreReferrals are the lifeblood of most professional practices. But it’s not always easy to negotiate your way around the etiquette of referrals so that you keep referrer and client happy. That’s why I’ve created this guide to referral etiquette.
Read MoreIn a market where buyers have the power, it can be hard to know how to price professional services competitively without compromising profitability. But, by following these 6 rules, you’ll be a lot closer to being on the money.
Read MoreEver had a client rave about one part of your firm, but complain about another? It’s more common than you think—and it doesn’t always mean something’s gone wrong. Mixed feedback from the same client often points to deeper issues: inconsistent onboarding, patchy internal referrals, or overloaded client relationship partners.
Read MoreFor professional services firms, working out your fees can be a balancing act between charging enough that you’re not leaving money on the table, but not so much that you’re pricing yourself out of work. (Unless, of course, that’s your conscious plan.)
Read MoreNeed work now? Learn how to get that first meeting with a potential client swiftly, smartly and with impact. This no-fluff guide shows lawyers and advisers how to be direct, spot the right triggers, and put yourself in your client’s shoes to win time and trust in just 30 minutes.
Read MoreFor professional services firms, developing clients and winning more work can sometimes seem like a daunting task. So if you’re looking to kick off or refresh your business development efforts, here are 14 ideas to get you started.
Read MoreOne of the most common questions professionals ask me is what to do when they’re asked to reduce their fees.
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